[China Glass Network] â— Assume that prospective customers have agreed to purchase:
When the prospective customer repeatedly appears to purchase signals, but hesitates to make up his mind, he can use the "two choices one" technique. For example, the salesman can point to the customer and say, “Would you like the light gray car to be silvery white?†Or say: “Is it still on Tuesday> is it sent to your house on Wednesday?†The second choice of one of the questioning skills, as long as the prospective customer chooses one, in fact, you help him get the idea, determined to buy.
â— Help prospective customers choose:
Many prospective customers, even if they are interested in purchasing, do not like to sign orders quickly. He always picks them up and keeps spinning around the product color, specifications, styles, and delivery dates. At this time, the clever salesman will change the strategy, not to talk about the order, and then enthusiastically help the other party to choose the color, specifications, style, delivery date, etc. Once the above problems are resolved, your order will be implemented.
â— Use the psychology of "fear of not being able to buy":
People often want to get it and buy it, the more they can't get it. Salespeople can use this "fear of buying" mentality to facilitate orders. For example, the salesman can point to the customer and say: "There is only one product left in the future. If you don't buy it in the short term, you will not have it." Or say: "Today is the deadline for the preferential price, please grasp Good opportunity, you can't buy this discount price tomorrow."
â— First buy a try to see:
If the prospective customer wants to buy your product and has no confidence in the product, he or she can suggest that the other party buy a try first. As long as you have confidence in the product, although the number of orders has just been limited, after the other party tries to be satisfied, it may give you a big order. This "try to see" technique can also help customers make up their minds to buy.
â—If you want to squat:
Some prospective customers are innate and indecisive. Although he is interested in your products, he is dragging his feet and making decisions. At this time, you may wish to deliberately pack things and make a way to leave. This act of pretending to leave can sometimes prompt the other party to make up their minds.
â—Reverse question:
The so-called counter-question answer is that when a prospective customer asks for a certain product, if it happens that there is no such thing, he has to use the counter-question to promote the order. For example, the prospective customer asks: "Do you have a silver-white refrigerator?" At this time, the salesman can't answer no, but should ask: "Sorry! We didn't produce, but we have white, brown, pink, Which of these colors do you prefer?"
â—Quick knife and chaos:
After trying the above several techniques, you can't touch the other party. You have to use the killer steel, and you can directly ask the prospective customers to sign the order. For example, take the pen and put it in his hand, and then directly said to him: "If you want to make money, sign it!"
â—Apprentice to learn, attitude is modest:
When you have exhausted your tongue and tried to make all the stops, it is not effective. If you can't do this business, try this method. For example: "X manager, although I know that our products are suitable for you, but my ability is too bad to convince you, I admit defeat. However, before you leave, please point out my shortcomings, let me have an improvement. The opportunity is good?" Like this humble words, it is not only easy to satisfy each other's vanity, but also to eliminate the confrontation between each other. He will encourage you while pointing you, and sometimes give you an unexpected order in order to cheer you up.
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